Partner and Alliance Manager
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Job Description
Partner and Alliance Manager growing CARTO’s spatial analytics revenue through North American cloud and integrator partnerships. Building partner practices, commercial agreements and co-sell opportunities across leading data platforms.
Responsibilities:
- Build a named North American integrator portfolio by activating priority partners, moving them into production, and driving qualified opportunity volumes.
- Develop partners into selling practices through technical enablement, joint solutioning, co-selling, independent selling and delivery.
- Support sales-led demand activities including roundtables, client events and technical workshops.
- Negotiate reseller, OEM and partner instance terms and propose margins and discounts within approved bands.
- Own deal registration, rules of engagement with direct sales, and channel conflict resolution.
- Maintain CARTO’s North American cloud alliances with Snowflake, Google Cloud, Databricks, Oracle and AWS.
- Co-sell with cloud field teams, develop integrator opportunities, handle marketplace transactions and manage partner funding requests.
- Qualify partner-originated opportunities using MEDDPICC and maintain Salesforce partner records and sourced-versus-influenced attribution.
- Forecast expected results for the current and following quarter.
- Represent partner needs across Sales, Solutions Engineering, Marketing, Customer Success, Product and Engineering.
Requirements:
- 6 to +10 years in partnerships, channel or business development, ideally in a System Integrator focused on B2B SaaS, data and analytics, or geospatial.
- Demonstrable sell-through revenue through resale, OEM, embedded or partner-delivered models, not solely referral or co-sell attainment.
- Track record of building a delivery practice inside a partner from technical enablement through independent selling and delivery.
- Experience with global integrators such as Deloitte, Capgemini, Accenture and Slalom, and with specialist data and geospatial integrators.
- Fluency in margin models, discount bands, deal registration, rules of engagement and channel conflict.
- Working knowledge of partner programs across Snowflake, Google Cloud, Databricks, Oracle and AWS.
- Comfort with MEDDPICC or an equivalent methodology and credibility to hold partners to it.
- Strong North American market knowledge.
- Spatial analytics or GIS experience strongly preferred.
- Public sector exposure is a plus.
- Ability to use AI to scale personal output and demonstrate how.
- Collaborative working style across a global partner team with overlapping remits.
- Must be based on the US East Coast or in a time zone offering equivalent daily overlap with the Global Partner Director and EMEA-based partner team; candidates outside the US meeting the overlap requirement will be considered.
Benefits:
- Competitive compensation and stock options
- Private medical insurance
- Flexible remote work culture
- A truly global, diverse team
- The chance to build a channel business, not inherit one
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